9 reasons why every company needs sales onboarding

Sales onboarding, the development program designed to get your new salespeople up to speed fast, should be high on your executive team’s priority list of corporate initiatives. Here are nine reasons why.

1. Investment protection

When companies hire salespeople, they are making a significant revenue investment. Onboarding not only protects the investment, but also helps to ensure a high rate of return.

2. Reduced ramp-up time

One of the biggest executive complaints about new salespeople is the amount of time it takes for them to produce meaningful revenue for the company. A structured onboarding experience reduces the production timeline, meaning that the dollars invested before seeing a return are also lessened.

3. Increased revenue performance

Executives also complain that their salespeople cannot sell the value of their products, which means they sell at less than desirable price points. Onboarding provides you with the opportunity to teach salespeople how to properly position products with buyers.

4. Improved client experience

We’ve all been on the other side of the desk dealing with inept salespeople. Because of our frustration, we were receptive to discussions with the competition. Onboarding ensures your salespeople are prepared to deliver a fantastic experience because they are equipped with the knowledge your clients expect to glean from them.

5. Brand protection

When salespeople cannot speak knowledgeably about products, the industry, etc., it reflects negatively on the corporate brand. Onboarding protects your brand by teaching your salespeople what the marketplace expects them to know.

Lee Salz is a sales management strategist and best-selling author of “Hire Right, Higher Profits," a top-rated sales and selling management book on Amazon. Salz specializes in helping companies build sales forces through effective hiring, onboarding, managing and compensating salespeople. He is the founder and CEO of Sales Architects, Business Expert Webinars, and The Revenue Accelerator. He is a speaker and a results-driven sales management consultant. Salz can be reached at 763-416-4321.